The Dollar Bill Analogy – Dialogue to Price Property to Sell

Powerfact: Using stories, metaphors, and analogies is a great way to communicate a point and help guide people to make good decisions.

I’m a big fan of analogies and metaphors to illustrate a point and help people to visualize what you are trying to communicate. In this video, I demonstrate the “dollar bill” analogy.

Very often, when you go to list a home a seller might try to talk you into a higher price point than the market will allow. (Raise your hand if that’s ever happened to you!) When that happens, I like to break out the dollar bill analogy. It goes something like this… “Mr. Hunna Hunna – if I gave you a stack of new $1 bills and sent you to the mall and asked you to sell them for 90 cents, how fast do you think you could sell them? What if I gave you a stack and asked you to sell them for 85 cents? Even faster — right? What though, Mr. Hunna Hunna, if I gave you a stack of new $1 bills and asked you to sell them for $1.10? That would be tough, huh? See, that’s because no matter how crisp or clean or special that dollar bill is, you still can’t sell a dollar for $1.10. Do you see what I’m saying?”

Then, whenever possible, back up the first analogy with a second one to seal the deal. “Mr. Hunna Hunna, let’s say you weren’t selling, but you were in the market to buy a dollar bill. Then you had the chance to buy a brand new, crisp, clean, beautiful dollar bill – – or a dirty, nasty, grimy dollar bill — and they are both worth a DOLLAR –– which would you choose? I guess what I’m trying to say Mr. Hunna Hunna is all the wonderful improvements you’ve made to the house still won’t make the dollar sell for $1.10 – but they will help it sell faster than the other dollars that are not as nice. Make sense?”

Using analogies like these not only helps you communicate more effectively, they help you feel more confident and engage on a more personal level with buyers and sellers. You’ll find a lot of these tools in your classroom under Listing Appointment.

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